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John Kroupa

Software Transformation

Motorola Solutions

JOHN KROUPA, SR BUSINESS OPERATIONS MANAGER, SOFTWARE TRANSFORMATIONPRODUCT AND SERVICES STRATEGY

MOTOROLA SOLUTIONS

12.OCT.2016

A SOFTWARETRANSFORMATIONJOURNEY

PUBLIC SAFETY & SERVICESPolice

Fire

Emergency Medical Services

National Government Security

Public Services

COMMERCIAL

Utilities

Mining, Oil and Gas

Manufacturing

Hospitality and Retail

Transportation and Logistics

Education

WHO WE SERVE

OUR REACH LETS US CONNECT WITH CUSTOMERS

AROUND THE WORLD

SERVICE CENTERSPRIMARY R&D CENTERS

SALES IN

100+COUNTRIES

7.5KCHANNEL

PARTNERS

2KDIRECT SALES

FORCE

13KEMPLOYEES IN

60 COUNTRIES

12K+MISSION

CRITICAL

NETWORKS

100K+CUSTOMERS

5

2016LAUNCHED

ELECTRONIC SOFTWARE DOWNLOAD

2000 2002 2004 2006 2008 2010 2012 2014 2016

The result is a company wide acceptance of licensing and the creation of a platform to transform our business

2006LAUNCHED FLEXNET

OPERATIONS TO STREAMLINE

FULFILLMENT OF OUR CANOPY

BUSINESS

SERVICES ENGAGEMENT TO MOVE FNO TO THE CLOUD

< 2000GLOBETROTTER

LICENSING USED IN A

HANDFUL OF PRODUCTS

2004TARGETED

USE OF FLEXERA LICENSING IN OUR

NETWORK PRODUCTS

2009MOTOTRBO PRODUCT

LAUNCHED WITH ONLINE

ACTIVATION

2012FOCUSED

INITIATIVE TO STANDARDIZE AND

IMPLEMENT LICENSING ACROSS

THE COMPANY

WORKING TOGETHER

SOFTWARE

TRANSFORMATIONTODAY

▪ HARDWARE-FOCUSED

▪ PERPETUALLY LICENSED

▪ CAPITAL EXPENSE MODEL

▪ BIG DEAL-FOCUSED

▪ CUSTOMER OWNED

▪ MINIMAL SELLING POINTS

▪ VALUE IN NETWORK

DEVICES

TOMORROW

▪ SOFTWARE-FOCUSED

▪ FLEXIBLY LICENSED

▪ OPERATIONAL EXPENSE MODEL

▪ RECURRING REVENUE-FOCUSED

▪ CLOUD/HOSTED/MANAGED/‘XaaS’

▪ MULTIPLE SELLING POINTS

▪ VALUE IN CONNECTED

ECOSYSTEM

DRIVE NEW REVENUE

STREAMS

STRATEGIC GOALS

ACCELERATE SW & SERVICE

CENTRIC CUSTOMER SOLUTIONS

TRANSFORM OUR

CUSTOMERS’ EXPERIENCE

TRANSFORMING OUR BUSINESS

WHAT WE’RE DOING

DEVICE LICENSING

ORDER FULFILLMENT AUTOMATION

STANDARD PLAYBOOKS

ENFORCE / AUDIT / TRACK

SOFTWARE MAINTENANCE AGREEMENT

CLEAN DATA MASTERS

GOVERNANCE

WHAT WE’VE DONE

POLICY DOCUMENT

OPERATIONAL DOCUMENT

COMMON LICENSE LAYER

ENTITLEMENT HUB W/FNO

MyVIEW PORTAL

ELECTRONIC SOFTWARE DOWNLOAD

GOVERNANCE

HOW WE’RE TRANSFORMING

PRODUCT ENGINEERING LEAD TIME

TECHNOLOGY WAS EASY, BUSINESS WAS HARD

CULTURE SHIFT

CUSTOMER EXPERIENCE

PAYING THE BILL

BUMPS ALONG THE WAY

RECOMMENDATIONS

SERVICES

Leverage Flexera’s services as a sounding board

EVERYONE

Transformation includes just about everyone but Corporate Real Estate and Tax

ALIGNMENT

Drive and engagement needs to come from the top-down, bottom-up, and side-to-side

FUNDING

Take the financials out of the product manager’s hands

ORGANIZATION

Establish an empowered organization before you need it